expanding your market place aimed 2.23.07 daytona beach ronelle ingram...

Expanding your Market Place

AIMED 2.23.07 Daytona Beach

Ronelle Ingramronellei@msn.com www.ronelleingram.com

714.744.9032 ronellei@msn.com 2

What are you Going to Sell????

Be RealisticBe Creative

Bulk mail

NetworkAdministration

Office supplies

714.744.9032 ronellei@msn.com 3

Expand Your Horizons

Know your customer base

Who are they?What do they do?What do they need?What can you provide?How are you going to find out?

Rainbow or storm clouds?

714.744.9032 ronellei@msn.com 4

Use Your EmployeesSales RepsService TechsDeliveryReceptionistYouEverybody (see scouting report)

ears brains

eyes

$

714.744.9032 ronellei@msn.com 5

Other Options Espresso Bar Airplane Charter Courier Service Car Detailing Wide format Delivery Service Childcare Public Printing Public Mail Boxes Answering Service Janitorial Service

Storage Facility Sublet Office Space Nurses Exchange Auto Repair Bindery Plant Nursery Consignment Store Employment Agency Publish Newsletter Sell more Mailing

714.744.9032 ronellei@msn.com 6

$ Think Long Term $

One time saleAftermarket revenueInternet for realistic price pointsDon’t believe everything you hearTalk to other buyers and sellers

Realistic start-up costTraining, Advertising, Inventory

STRESS

714.744.9032 ronellei@msn.com 7

Once the Decision is MadeNew Compensation ProgramBig bonus first 3 monthsMust sell new items to make quotaFull line in the demo room Weekly sales meetingsFliers–Techs, Front Desk, Mailers,

Sales Reps and shipping stuffers

714.744.9032 ronellei@msn.com 8

FREE Industry Periodicals

ENX www.enxmag.com

Locatorwww.asaypublishing.com

Image Sourcewww.imagesource.com

714.744.9032 ronellei@msn.com 9

Traditional Extensions

FaxPrintersLaminatingCoin OpsBinder MakersScannersLaminatorsDuplicatorsSurplus SuppliesCleaning Products

Training CenterTele Market outsourceRecharging Center Service-Supply BrokerImport - ExportShreddersStorage MediaRecycling CenterStationary StoreWeb Design / Hosting

714.744.9032 ronellei@msn.com 10

What are other’s selling?Bulk MailingShreddersPrinters / FaxSupplies / PartsOEMNON-OEMColor ProductsBlind drop ship

Power ProtectionMFP’sWarranty DepotSoftwareEnduser TrainingWholesale/ServiceCopiers. . . Themselves

714.744.9032 ronellei@msn.com 11

Authorized Dealer

Contracts QuotasPaper workHigher prices Required trainingBuy-Sell agreementsTrips, prizes, advertising co-op,Training, technical support, warranty

714.744.9032 ronellei@msn.com 12

Sharp Channel Certified Reseller through a

DistributorFlexibility

Agreements Lower prices

TrainingTech SupportOEM Warranty

Parts availabilityLeasing Options

No Buy-Sell agreementsSome trips, prizes, advertising co-op

714.744.9032 ronellei@msn.com 13

If you are not COMMITTED,

Don’t even botherA few of anything never makes $$$Employees see new products as irritants

You must sell to the employees 1st Sales reps forced out of comfort zone

It they don’t sell, no one will buy

Change is always a struggle